Job Description

Role: National Key Account Manager-ECom

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Location: Bengaluru

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Role Purpose

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The National Key Account Manager (NKAM) - E-commerce & Quick Commerce will be responsible for driving profitable growth, market share, and brand visibility across key online and quick commerce platforms other emerging digital channels.

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The role will own customer relationships, Joint Business Plans (JBPs), commercial negotiations, channel profitability, assortment expansion, promotional planning, and execution excellence. The incumbent will work cross-functionally with marketing, supply chain, finance, category, and digital teams to accelerate the growth agenda for Zydus Wellness brands in the digital commerce ecosystem.

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Key Accountabilities & Responsibilities

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1. Financial

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Revenue & Profitability Management

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- Deliver annual and monthly sales, market share, NRV, and Cost to Serve targets across assigned E-commerce and Quick Commerce accounts.
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- Drive sustainable business growth through optimized investments, trade spends, and promotional effectiveness.
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- Manage account P&L; including trade terms, visibility investments, platform spends, and ROI tracking.
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- Develop annual business plans and quarterly growth roadmaps for key accounts.
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Growth & Business Development

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- Identify and unlock growth opportunities through assortment expansion, recent product launches, exclusives, and channel-specific activations.
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- Drive incremental business via emerging channels, dark store expansion, and regional penetration opportunities.
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- Maximize visibility and conversion during key platform events such as Prime Day, Big Billion Days, Blinkit Bistro campaigns, Super Saver Days, and category-led promotions.
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2. Customer

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National Account Management

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- Manage strategic relationships with key national E-commerce and Quick Commerce customers.
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- Build strong relationships with category heads, buying teams, account managers, and platform leadership teams.
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- Lead annual commercial negotiations including JBPs, trade terms, visibility investments & growth commitments.
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Shopper & Consumer Excellence

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- Ensure superior brand discoverability, content quality, assortment availability, pricing competitiveness, and customer ratings.
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- Drive category growth initiatives by leveraging shopper insights and platform analytics.
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- Enhance consumer experience through effective product merchandising, search optimization, and promotional planning.
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3. Process

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Commercial & Business Planning

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- Develop and execute annual account plans aligned with business objectives and brand priorities.
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- Lead monthly and quarterly business reviews with customers and internal stakeholders.
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- Monitor KPIs including sales, fill rates, availability, visibility, share of search, conversion, market share, and profitability.
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Analytics & Insights

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- Leverage platform data, market insights, and category trends to identify growth opportunities and risks.
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- Track business performance through dashboards and actionable scorecards.
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- Conduct post-promotion effectiveness reviews and incorporate learnings into future plans.
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Supply Chain & Operations

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- Partner with demand planning and supply chain teams to ensure optimum inventory availability.
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- Improve fill rates, reduce stock-outs, and maintain healthy inventory across marketplaces and dark stores.
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- Drive operational excellence in forecasting, replenishment, and launch execution.
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4. People & Collaboration

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Team Leadership

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- Lead and develop Key Account Executives or Account Managers
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- Foster a culture of accountability, ownership, collaboration, and continuous improvement.
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- Coach team members on account management, business planning, and commercial negotiations.
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Cross-Functional Collaboration

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- Partner closely with:
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- Brand & Marketing Teams
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- Customer Trade Marketing
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- Finance & Commercial Teams
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- Supply Chain & Demand Planning
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- Digital Marketing
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- Category & Insights Teams
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- Revenue Growth Management (RGM)
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- Ensure alignment between customer plans and organizational business priorities.
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Key Deliverables

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Account Growth

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- Achievement of NRV, volume, Market Share and profitability targets.
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- Delivery of channel-wise growth objectives.
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- Expansion of product assortments and distribution.
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Joint Business Planning (JBP)

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- Annual JBP creation and execution with key accounts.
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- Effective management of trade investments and promotional calendars.
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- Achievement of mutually agreed KPIs with platform partners.
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Marketplace & Quick Commerce Excellence

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- Best-in-class assortment availability.
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- Strong search rankings and digital shelf visibility.
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- Execution of platform-specific campaigns and new launches.
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Business Analytics

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- Regular account performance reviews.
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- Opportunity identification based on consumer, platform, and category insights.
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- Actionable business recommendations backed by data.
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Team Effectiveness

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- Team capability development.
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- High engagement and performance culture.
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- Achievement of individual and team KPIs.
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Key Interactions

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Internal

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- E-commerce Team
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- Brand & Marketing Teams
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- Demand Planning & Supply Chain
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- Finance & Commercial Team
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- Digital/Performance Marketing Team
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External

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- Accounts
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- Agencies ( Perf Marketing & Analytics)
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Educational Qualifications

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- MBA from a Tier 1 institute.
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Experience

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- 4-10 years of experience in Key Account Management, E-commerce, Quick Commerce, Digital Sales.
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- Prior experience managing Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, BigBasket, or similar platforms preferred.
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- FMCG, Consumer Healthcare, Nutrition, Personal Care, or Consumer Goods experience strongly preferred.
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- Proven track record of delivering sales growth and managing customer P&L.;
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Functional Competencies

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- Key Account Management
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- P&L; and Commercial Management
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- Trade Investment & ROI Management
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- Negotiation & Influencing
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- Category & Shopper Analytics
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Behavioral Competencies

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- Strategic Thinking
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- Ownership & Accountability
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- Result Orientation
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- Collaboration & Stakeholder Management
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- Problem Solving
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📌 National Key Account Manager- ECom (Bengaluru)
🏢 Zydus Wellness
📍 Bengaluru